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The Campaign StrategyRules 1-5
2
• First Five Rules of Hospital M&A• Theme: The Campaign Strategy– Get Smart. Stay Smart. Be a “Reporter.”– Be Transparent– Think Like the Opposition– Be Nimble– Don’t Dance to Someone Else’s Music
• Must commit to these before getting tactical
3
• Your Role: Be a Reporter• Perspectives that matter:– Finance– Clinical– Operational– Political– Community– Regulators– Competitors
• The Goal: One Team. One Strategy.
4
• What is the vision for the partnership?
• What is the transaction process?• What are the terms of the
transaction?• How will the news be received?• Will there be resistance?• What happens to employee
jobs/benefits?• What communications vehicles
will be best received?
5
• Partnership team must commit to transparency:– Among the Campaign Team–With the public
• It’s about telling the right information at the right time
6
• The benefits of transparency:– Set the stage– Establish trust– Engage– Quiet competitors– Stay in control
7
• Sources of opposition– Internal• Staff who is fearful• Physicians seeking
control
– External• Competition hungry for
market share• Politician eager to lead
on the issue
8
• Develop a plan for each potential opposition source:–What will their
messages be?– How will they act?–Who will they work
hardest to influence?– How are they likely to
be most effective?
9
• Opposition is not a matter of “if” – it’s a matter of when and from where?
• Don’t be tone deaf• Don’t live for every “if-
then” scenario• Shift tactics, but don’t
stray from the message• Listening is your best
tool
10
• Challenges and criticisms should not dictate what you say, and how and when you say it
• Be proactive, not reactive• Keep everyday campaigns
going• Fill the communications
vacuum – Before opposition can– Even if your update isn’t really
an update at all